[jsfg_cinti] Fw: Referral--Head of Sales. SF. ($100-150k base) Finance-Supply Chain

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----- Original Message -----=20
From: Barry Schwartz=20
To: jsfg@xxxxxxxx=20
Sent: Tuesday, October 07, 2003 11:52 PM
Subject: Fw: Referral--Head of Sales. SF. ($100-150k base) =
Finance-Supply Chain



----- Original Message -----=20
From: Carolyne Connor=20
To: Connor@xxxxxxxxxxxxxxxxxx=20
Sent: Tuesday, October 07, 2003 6:26 PM
Subject: Referral--Head of Sales. SF. ($100-150k base) Finance-Supply =
Chain



Currently, we are searching for a Head of Sales for a finance supply =
chain company targeting the Fortune 1000. The position is headquartered =
in San Francisco. Candidates MUST already live in the San Francisco Bay =
area or candidates must be willing to relocate. Working remotely is NOT =
an option.=20

If you are interested in this position, then please review the attached =
document. If you meet all of the absolute requirements, then please =
complete the form and email it back to me along with the resume that you =
would want me to send. If you have already completed another interview =
form, then you can just use that instead.=20

I will begin benchmarking candidates in seven days, so please email me =
with your resume and completed questionnaire soon. (PLEASE NO PHONE =
CALLS AT THIS POINT. I PROMISE TO RESPOND TO EVERYONE'S EMAIL.)=20

If you are one of the Top 10 candidates selected to be presented for the =
position, then I will give you the name of our client and ask for your =
permission to present you. When I present you, I will give our client =
your resume, contact info and completed questionnaire. I do not make any =
changes to your resume or answers when I present you. The client will =
review both documents before making any interview decisions.=20

In this market, our clients are setting VERY specific qualifications for =
their positions. They insist that we only present candidates that meet =
all of their absolute requirements. Many of our candidates tell us, "The =
best candidate for a job is not always the person that has done the =
exact same job before". However, companies that are making hiring =
decisions are asking us to find people who have done that exact job =
before. They CAN be very picky. We can only present up to 10 candidates =
for each position. Sometimes a candidate may qualify, but not make it =
into the Top 10 because there are other candidates that are more =
qualified. We wish that we were able to present more candidates to our =
clients who are a close match -- but our clients would discontinue their =
relationship with us if we did not follow their guidelines and =
requirements. If you think it is hard for people to find jobs in this =
market, imagine what it is like for recruiting agencies to find paying =
clients! We have to give the clients exactly what they want, or they =
won't hire us either. Our goal is to help companies grow and succeed in =
the future by finding them the talent that they are looking for today.=20

PLEASE TAKE THE TIME TO REVIEW &/OR REVISE YOUR RESUME SO THAT YOUR =
RESUME CLEARLY DEMONSTRATES THAT YOU HAVE THE EXPERIENCE THAT IS =
REQUIRED FOR THE POSITION.=20

Feel free to forward this email to anyone you think might be a good =
match. I would really appreciate any referrals! Also, if you know any =
other executive recruiters who may be able to help us fill this =
position, please refer them to me. I would really appreciate the =
introduction. Thank you very much for all your time and interest.=20

Sincerely,=20
Carolyne=20

Carolyne P. Connor, Founder & President=20
MATCHSTAR, Inc.=20
One Research Court, Suite #120=20
Rockville, MD 20850=20
415.749.0330 (direct)=20
connor@xxxxxxxxxxxxx=20



POSITION: Head of Sales. Position reports to the CEO.=20

COMPANY: Head of Sales needed for a finance supply chain company =
targeting the Fortune 1000.=20

LOCATION: Position is headquartered in San Francisco. Candidates MUST =
already live in the San Francisco Bay area or candidates must be willing =
to relocate. Working remotely is NOT an option.=20

COMPENSATION: Base salary will be between $100-150k. Expect to be able =
to at least double that with commissions. There will be no cap.=20

PERSONAL SUMMARY: Position reports to the CEO. He is very results driven =
and direct, fair, and honest. He is definitely not a micromanager. He =
needs someone that he can trust to hit revenue goals and propel company =
growth.=20


ABSOLUTE REQUIREMENTS:=20

=B7 MUST have 10+ years experience selling enterprise solutions &/or =
enterprise software to Fortune 1000. Must be able to summarize your =
sales experience by category. (e.g. 12 experience selling to Fortune =
1000, 7 years enterprise software sales experience, 5 years enterprise =
solutions sales experience, etc.)=20
=B7 Must be able to summarize your sales experience by position. (e.g. 3 =
years as Dir. Sales at ABC Company, give brief description of the =
company and explain what you sold, 2 years as Regional Director of Sales =
at..) This is an ABSOLUTE requirement so please give specific and =
detailed information that can be easily referenced on your resume.=20
=B7 Must have closed deals into Fortune 1000 companies.=20
=B7 Must be able to list 5 deals that you have closed within the last =
five years. Please name the account, size (e.g. $10k license fee with =
$1500/yr maintenance contract, $30k consulting services over 3 month =
contract, etc.), explain what you sold (software, solution, professional =
services, etc.) and who you sold it to (IT dept, Marketing, COO, etc.)=20
=B7 Must have someone with experience selling at the senior levels into =
procurement or treasury. It would be a big plus if you have sold into IT =
as well.=20
=B7 Prefer someone experienced in financial services and treasury =
management applications.=20
=B7 Must be good at closing complex sales. Must be able to give at least =
one example of a deal you closed that involved more than one department =
thus requiring you to navigate through the organization.=20
=B7 Must have someone who has previously helped grow revenues from =
nominal to phenomenal. Must be able to give one or two specific =
examples. Then, outline your sales track record over the last 5+ years. =
Be clear about your sales achievements; need to know numbers--not just =
percentages; want to know what you personally did versus what your team/ =
company did as a whole. E.g. in 2002 at ABC Company-I personally sold =
$X, achieving x% of quota, was part of a 3 person team & they sold =
$X-achieving x% of quota, 2001-personally sold $X-achieving x% of quota, =
etc. This is an ABSOLUTE requirement so please give specific and =
detailed information that can be easily referenced on your resume.)=20
=B7 Must have someone who has built a Top Grade Sales Organization: =
Ensure that the sales team has the best possible talent (A players) at =
each level. Structure comp & incentive plans. Coach and keep top talent =
and remove non-performers efficiently.=20


ABOUT MATCHSTAR - OUR PROCESS:=20

1. If you or anyone you know might be a good match, then please EMAIL me =
soon. The best way to get the interview process started and moving =
forward is to reply to the email that lists the opportunity that is of =
interest to you. This enables us to quickly evaluate and facilitate the =
best candidate/client matches.=20

2. When you indicate that you are interested in being considered for any =
of our opportunities, we will send you a specific list of questions that =
we have developed with our client for that particular opportunity. In =
your answers to these questions, you can tell us why you are a good =
match and explain your experience that is relevant to each position. If =
you are a match for the position, then we will give you the name of our =
client and ask for your permission to present you.=20

3. When we present you to our client, we will give them your resume, =
your questionnaire, and your email address so they can contact you to =
set up an interview. I do not make any revisions to the questionnaire or =
resume that you provide to me. This process allows you to explain your =
skills and experience directly to our client. We have received GREAT =
feedback about this new process from our clients including the fact that =
they have been able to interview and hire more of our candidates in less =
time because of this new process!!!=20

4. Considering today's difficult market, I have had to spend the =
majority of my time developing new business-and it has really paid off! =
Plus, I have to travel often. So at this point in time, the best way to =
reach me is through email at connor@xxxxxxxxxxxxxx=20

5. Feel free to forward this email to anyone, but please do NOT post it =
to it any job boards or websites. I am only accepting candidates if they =
can say who referred them to me. If you would like me to contact someone =
about an opportunity, then I can do that best through email. So, please =
send me their email address.=20

6. If you don't want to continue receiving emails about our new =
positions, just let me know and I will take you off our list.=20

7. I know that that this process may not feel as "personalized" as the =
service we have given in the past. However given today's market, our =
goal right now is to maximize the number of opportunities to present to =
you and to present the most qualified candidates for interviews to our =
clients. So, I hope you understand why we have developed and implemented =
this new process. However, if this process does not work for you, then I =
understand.


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